This template is created in partnership with Badger Maps
30-60-90 Day Sales Territory Plan Template
The 30-60-90 day sales territory plan template helps your organization target the right customers, implement goals for revenue, and achieve consistent sales growth over time. With this framework, you can outline a clear path to make your regional sales operation profitable.
- Create a visually engaging sales plan that aligns everyone in your company on sales goals and a regional execution plan.
- Identify focused messaging and priorities for all sales reps.
- Define a clear plan for scaling each of your regional sales territories.
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The 30-60-90 day sales territory plan template helps your organization target the right customers, implement goals for revenue, and achieve consistent sales growth over time. With this framework, you can outline a clear path to make your regional sales operation profitable.
- Create a visually engaging sales plan that aligns everyone in your company on sales goals and a regional execution plan.
- Identify focused messaging and priorities for all sales reps.
- Define a clear plan for scaling each of your regional sales territories.
This template is created in partnership with Badger Maps
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What is a 30-60-90 day sales territory plan?
Your 30-60-90 day sales territory plan is a blueprint explaining how you’ll turn your region into a profitable operation. This framework helps your organization target the right customers, implement goals for revenue, and achieve consistent sales growth over time. Each section of the plan includes specific priorities.
First 30 days:
- Define your ideal customer persona
- Identify your competitors
- Discover your top accounts
31-60 Days:
- Define your sales goals and KPIs
- Identify your top leads
- Build your route schedule
61-90 Days:
- Get qualitative feedback
- Analyze your results
How do you create a 30-60-90 day sales territory plan?
Your plan needs to show management that you can develop a sales territory like a real outside sales rep. A lot of new reps think they can improvise instead of creating a detailed sales plan. Follow along with the instructional template copy to create your own sales territory plan. Generally, here are the things you’ll include in your plan:
First 30 Days:
- Understand and analyze your market. User personas (or buyer personas) represent the ideal customers who will engage with your product. Use this section to align everyone in your company on who your ideal customer is: their behavior, needs, interest, and motivators.
- Discover your top 10 accounts. Review which customers have traditionally been easy to sell to and/or seen high levels of success with your product. Then prioritize those leads and similar accounts.
- Identify your competitors using the competitive analysis template.
31-60 Days – Execute your plan:
- Consolidate the trends you’ve discovered above to come up with S.M.A.R.T sales goals (Specific, Measurable, Achievable, Relevant, and Time-based). Set goals, based on valid data and information relating to historical performance. These will include the product/service revenues and margins, market share, lead–to–sale conversion rate, and other key data from the sales funnel.
- Define sales key performance indicators – these are numerical numbers that assist you in measuring performance and making data-driven decisions. Setting quantifiable goals to track your progress as a salesperson is critical to your success.
- Identify your top leads by researching your territory and finding out the leads that fit best with your ideal persona.
- Make a plan to meet your quota. Find out how many leads you need to meet with each month to meet your quota.
- Build your route schedule. Following up with prospects regularly is the best way to maintain and grow your relationships. Create a regular routine schedule based on your core customers and opportunities. A schedule will ensure that your deals develop at a steady pace, preventing you from missing any critical portions of your territory.
61-90 Days – analyze and optimize your plan:
- Obtain detailed feedback. It’s usually a good idea to check in with your clients to see how happy they are with your product or service. You can also interview people who did not convert to find out what went wrong with them. This feedback will help you alter your sales strategy based on the needs of your customers.
- Analyze your results. Explain what you accomplished and how that aligns with the project or team’s overall goals. Focus on your main goals with measurable KPIs.
Frequently asked questions
What is a 30-60-90 day territory plan?
A 30-60-90 day territory plan is a strategic roadmap that outlines a sales representative’s goals and actions for the first three months in a new sales territory. It breaks down objectives and tactics into 30-day increments, ensuring a focused approach to territory management.
How do you create a 30-60-90 day territory plan?
Start with Xtensio’s free template. T
o create a 30-60-90 day territory plan:
30 Days: Focus on understanding the territory, its customers, and potential opportunities. Prioritize relationship-building and initial outreach.
60 Days: Analyze the results from the first month, refine strategies, and expand outreach. Begin implementing sales tactics based on insights gathered.
90 Days: Evaluate overall performance, solidify relationships, and set long-term goals for the territory. Adjust strategies based on feedback and results.
What should be included in a 30-60-90 day sales plan?
A 30-60-90 day sales plan should include:
Goals: Clear objectives for each 30-day period.
Actions: Specific tactics to achieve these goals.
Metrics: Key performance indicators to measure success.
Resources: Tools and support needed.
Review: Periodic evaluations to refine the plan.
How do you write a sales territory plan? Writing a sales territory plan involves:
Analysis: Understand the territory’s demographics, industries, and key players.
Goal Setting: Define short-term and long-term objectives.
Strategy Development: Outline tactics to achieve these goals.
Resource Allocation: Determine tools, budget, and support needed.
Monitoring: Track progress and adjust strategies as needed.
Why is a 30-60-90 day plan important for sales?
A 30-60-90 day plan provides a clear framework for sales representatives to prioritize tasks, set goals, and measure progress. It ensures a systematic approach to territory management, leading to increased efficiency and success.
How often should a sales territory plan be updated?
A sales territory plan should be reviewed and updated regularly, typically every quarter. However, significant changes in the market or business environment may necessitate more frequent updates.
What are the key components of a successful territory plan?
Key components include clear objectives, actionable strategies, resource allocation, performance metrics, and periodic reviews to ensure alignment with overall sales goals.
How does a 30-60-90 day plan differ from a regular sales plan?
While both are strategic tools, a 30-60-90 day plan is a short-term roadmap for new sales representatives or territories, focusing on immediate goals and actions. A regular sales plan is a broader document outlining long-term strategies and objectives.
Can a 30-60-90 day plan be used in roles other than sales?
Absolutely! A 30-60-90 day plan can be adapted for various roles, including marketing, management, and operations, to provide clarity and direction during the initial stages of a new position or project.
What challenges might one face when implementing a 30-60-90 day territory plan?
Challenges can include unforeseen market changes, resistance from potential clients, limited resources, or misalignment with broader company goals. Regular reviews and flexibility in approach can help address these challenges.
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